If you're missing opportunities, that means you have opportunities. If you want to grow your business, these are the opportunities you'll need to capitalize on. If you've started to lose business because you can't keep track of all of your opportunities, it's time to get a Customer Relationship Management (CRM) tool. Unfortunately, wading through the endless CRM options can be overwhelming at best. Let us guide you through the industry's top CRMs. From big to small, industry-specific to feature-specific, this slideshow will guide you through the pros and cons of each to help you make an informed decision about which one is right for you. Don't miss out on another opportunity. Sign up for the right CRM today.

1. HELP!
“I Think I Need a CRM!”

2. Is this you?
“Things are happening so fast, I think
I’m starting to miss opportunities.”

3. That’s okay!
(It’s actually a good thing.)
? ? ?

4. If you’re missing
opportunities, that means you
have opportunities.
“HMM… GOOD POINT.”

5. If you want to
GROW
your business…

6. … these are the opportunities
you’ll need to capitalize on.
$ $ $

7. Believe it or not…
This is a really common problem,
and there are LOTS of tools
designed to help you solve it.

8. “SO WHICH ONE IS THE BEST?”

9. It depends.

10. For lack of a better term, we tend to classify
these, and other very different solutions as…
“CRMs”
… so the answer depends on
what you want to get from them.
“I WANT A PONY.”

11. If you’ve had a bad experience with
something called a CRM, it may have been
because you were using the wrong kind.
+
SIMPLE PROBLEM COMPLEX CRM
BAD EXPERIENCE

12. THE DIFFERENT KINDS OFCRMs
MacBook Pro
“LET’S REVIEW.”

13. TYPE #1 :
BIG CRMs

14. BIG CRMs
Why use a BIG CRM?
$$$ + WORK = POWER

15. $$$ + WORK = POWER
If you have a complicated problem, and
a lot of time and money to spend on it,
BIG CRMs can solve it.

16. Common uses of BIG CRMs :
• huge amounts of data (like huuuuuge amounts)
• connection to really old legacy systems you already
own (ERPs, etc.)
• extremely unique, highly complex sales processes
• compliance with government or security regulations

17. Common complaints about BIG CRMs :
! ? !
• too difficult, and
generally awful to use
• very difficult to change or
customize
• VERY expensive, often
requires consulting help
• designed for an IT dept.,
not a business user

18. TYPE #2 :
smaller CRMs

19. smaller CRMs
Less power, less pain.
The same basic idea as with BIG CRMs, but
much easier to configure and customize.

20. smaller CRMs
Less power, less pain.
The same basic idea as with BIG CRMs, but
much easier to configure and customize.

21. smaller CRMs
So what’s wrong with a small, general
purpose CRM?
“I don’t want to set up a
CRM. I just want to grow
my business!”

22. SURPRISE! Not everyone needs a
general purpose CRM.
“… OH, NOW YOU TELL ME.”

23. TYPE #3 :
industry-specif ic CRMs

24. industry-specif ic CRMs
• If you’re, say, an optometrist, your
sales process may be very
similar to other optometrists.
• In that case, why not get a CRM
that is specifically designed for
people in your industry?

25. industry-specif ic CRMs
If something is described as:
“The CRM for
__________s”…
… you are probably talking about
an industry specific CRM.

26. industry-specif ic CRMs
the good things the bad things
• often pre-configured
to do actual work-related
things right
away
• fewer features that
aren’t relevant to what
you do
• designed to be used by
someone with your
skills and experiences
• often expects you to
operate just like every
other person in your
industry
• more likely to take you for
granted as a customer
because you’re “supposed”
to use it
• great for doing what it’s
designed for, probably
useless for anything else

27. industry-specif ic CRMs
“That’s great, but does it
do __________?”

28. TYPE #4 :
feature-specif ic CRMs
“I KNOW WHAT I WANT.”

29. feature-specif ic CRMs
Sometimes you just need your “CRM” to do one
important thing really well.
Like manage sales pipelines…
… or send mass emails.

30. feature-specif ic CRMs
General purpose CRMs may technically be able to do it, but
rarely with the power and options of a dedicated tool.
GREAT FOR MAILING LISTS. GREAT FOR PIPELINES.
PLUS: Feature-specific tools usually allow you to
connect to other applications — so you can get the
best of both worlds. Just remember — the costs of
multiple services can add up quickly.

31. feature-specif ic CRMs
“But wait — I don’t need
features. I just want to get
better at communicating
with potential customers.”

32. TYPE #5 :
e-mail clients as CRMs
“SERIOUSLY!!!”

33. e-mail clients as CRMs
What about when your primary mode of
customer interaction is through email?
Why not just use your favorite email client?

34. e-mail clients as CRMs
Why not just use your favorite email client?
the good things the bad things
• you already own it (free!), and
probably know how to use it
• it’s specifically built to do what
you want — send email
• it’s often integrated with your
phone, your computer, or even
your company already
• rules, folders, and power
features make clients
surprisingly flexible
• built for email itself, as opposed
to actual customer interaction
or management
• difficult to work at scale;
everything requires some
manual work
• doesn’t connect to other
channels (social, most CRMs)
• easy to miss important things in
a crowded, ordinary inbox

35. e-mail clients as CRMs
Email clients are
great places to start
working smarter.

36. e-mail clients as CRMs
“OH DEAR.”
… but you will
probably OUTGROW
them over time.

37. TYPE #6 :
social CRMs

38. social CRMs
How do different systems think about your customers?
EMAIL CLIENTS
GENERAL PURPOSE
FEATURE SPECIFIC
each entry is a… email address
each entry is a…
each entry is a…
piece of data
(depends on the
feature)

39. social CRMs
How do different systems think about your customers?
Social CRMs are built on the assumption that
the things you need to keep track of are living,
breathing human beings.
“SEEMS PLAUSIBLE.”

40. social CRMs
How do different systems think about your customers?
The whole idea is to give you a better picture of
the person behind all that data.
“SEEMS PLAUSIBLE.”

41. social CRMs “Look at my cat.”
… often aggregate information
from popular social networks
to build profiles for people in
your database.
#iwanttomove
“I work in Sales.”

42. limitations of social CRMs
This is great for understanding people you want to know —
but it doesn’t actually build a connection with you.
MARIA SMITH
WORCESTER, MA
AGE : 41
{ • CAT LOVER
• WANTS TO BUY A
HOME
• SALES MANAGER
“GREAT, BUT WHO
THE HECK ARE YOU?”

43. TYPE #7 :
Contactually
“HEY, I KNOW
THOSE GUYS!”

44. Contactually
What does Contactually do?
MacBook Pro
Contactually is designed to help you
build better relationships through
quality, consistent interaction.
It does this by not only organizing the
people you know and tracking your
interactions with them, but …
… by managing how you interact with
them over time. (LAPTOP NOT INCLUDED)

45. Contactually
What is Contactually for?
generating referrals
managing follow-­‐ups
automating regular
communication MacBook Pro

46. Contactually
What is Contactually not for?
• managing inventory
• project management
• mass-­‐email campaigns

47. Contactually
Plays well with others…
BIG CRM
(for business data)
(for 1 on 1 relationship
management)
(for email campaigns)

48. Contactually
Plays well with others…
smaller CRM
(for transaction history)
(interaction history,
sales pipeline)
(for everyday
communication)

49. Contactually
… and includes “CRM-ish” features like :
Sales Pipelines

50. Contactually
… and includes “CRM-ish” features like :
Calendar Integration

51. Contactually
… and includes “CRM-ish” features like :
Custom Programs

52. Don’t overcommit.
It’s easy to go down the wrong path with something
that doesn’t work for you.
• Try these tools yourself; if they’re impossible to try
without buying, they probably aren’t very good.
• Be wary of CRM “experts”. There are many ways to
solve your problems, not just the ones that make those
people money.
• Keep your business goals in mind. “Having a CRM” is
not a goal you really need to meet — instead, think about
things like “growing revenue” and “losing fewer leads”.

53. Still need help?
We think the best way to learn is to just try
something, especially if it’s free. But hey, that’s us.
• Visit us online to read more. We have lots of
great stuff about CRMs, better business
practices, and more at blog.contactually.com.
• Watch a video demo of Contactually. It’s on
our site, and shows you how to get started with
our favorite CRM.
• Sign up for a free, no-­‐risk 30 day trial. Try
Contactually for yourself. It’s easy, and we’re
here to help.

54. Contactually
www.contactually.com